Psychological research shows that 87% of the external information people receive is accepted through their eyes, and only 13% of the information is accepted by the other four senses. This means that the salesperson should maximize the visualization of the product introduction in order to truly impress the customer's heart and directly stimulate the customer's desire to purchase.
How can salespeople use persuasive evidence to prove the advantages of the product? A successful product demonstration is one of the most effective tools. Seeing is believing that it is more helpful than a verbal sales statement to convince the customer that the benefits of your product just meet his needs. Please see the following case:
In order to establish a supply relationship with a cast iron factory, the salesman of a foundry in Japan had to work hard to get a five-minute meeting time. After meeting the class leader, the salesman did not talk about it, but took a bag of sand from the bag and suddenly dumped it on the paper. The room was dusty and almost suffocating. "What are you doing?" The other party yelled. At this time, the salesman said without hesitation: "This is a sample taken from the sand used by your company." He said, he took another bag of sand and poured it on the paper, but this time he did not see the slightest dust. . The headmaster was very surprised. By comparison, he found that the salesman was much better in terms of performance, hardness and appearance. So he seriously talked to the salesman about the business.
For products that are suitable for live demonstrations, the product demonstration location may be at the customer's site; or a more formal product discussion; or at an exhibition. A successful product demonstration needs to pay attention to the following aspects:
a) Ensure 100% success of product demonstrations
If you can't do this, simply give up and a failed demo will be catastrophic for your sales. To ensure a successful product demonstration, you need to:
1) Very familiar with your product;
2) There is a fixed demonstration process - it can be used as the basic framework for product demonstration, and then modified according to the needs of different customers, or you can join the impromptu performance.
2) Keep practicing to ensure your product is successful.
b) Product characteristics benefits are the focus of product demonstration
Ensuring an accurate match between product performance and future customer-determined requirements should be the focus of product demonstrations, and if you keep on worrying about features that customers don't need, it's testing their patience. Don't forget that the purpose of the product demonstration is to prove the advantages of your product to the customer, and this advantage and benefit is exactly what the customer needs.
Just to demonstrate the performance that customers care about, lawyers never ask questions that they don't know the answer—don't try to demonstrate a performance that you can't be sure to be effective.
c) Let customers participate in your presentation
By involving potential customers, you will capture the customer's attention and reduce customer uncertainty and resistance to purchases. In a successful demonstration, the salesperson should:
1) Let customers do some simple demonstrations to avoid mistakes;
2) Engage the customer in the demo of the product features you want to emphasize;
3) Get positive feedback from the client by asking questions, such as: “Operation is really easy, is it?â€
d) Product demonstrations must be interactive
Your customers need to have some control over the product demo process. You can't follow the demo process to demonstrate, until the end is allowed. Throughout the process you need to interact with your customers and ask questions. Sometimes it would be better to postpone answering a question, especially if the answer is something you haven't introduced yet. But formal seminars are an exception. Seminars usually have a fixed amount of time to answer customer questions.
You may not be able to answer each question, you can schedule a time with the client, tell him when you will answer these questions in writing, and then follow the promise.
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